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Cited by

• 2000The perceived importance of sales managers’ rewards: a career stage perspective57 cited
• 1989Functional salesforce turnover: An empirical investigation into the positive effects of turnover52 cited
• 2006The moderating role of individual‐difference variables in compensation research48 cited
• 2002B2B sales force productivity: applications of revenue management strategies to sales management45 cited
• 1999Sales managers: Marketing's best example of the peter principle?40 cited
• 2005The exploration of employee involvement model36 cited
• 2003Price discounts or coupon promotions: does it matter?35 cited
• 2006Training retail sales personnel in transition economies: Applying a model of customer-oriented communication30 cited
• 1991An Exploratory Investigation of Reward and Corrective Responses to Salesperson Performance: An Attributional Approach30 cited
• 2015Marketing Flexibility: Significance and Implications for Automobile Industry26 cited
• 2001Selling strategies: The effects of suggesting a decision structure to novice and expert buyers25 cited
• 2017Stuck like glue: the formation and consequences of brand attachments among salespeople20 cited
• 2013Utilization of Sales Management Knowledge and Identification of Contributors: An Analysis of JPSSM 1980–199018 cited